The new successful large account management : how to hold onto your most important customers and turn them into long-term assets

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The new successful large account management : how to hold onto your most important customers and turn them into long-term assets

Robert B. Miller & Stephen E. Heiman with Tad Tuleja

Kogan Page , Miller Heiman, 2006

3rd ed

  • : pbk

Available at  / 3 libraries

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Includes index

Description and Table of Contents

Description

"With limited resources and increasing competition, managing strategic accounts requires a focused strategy, plan, and process. Developed collaboratively with world-class sales forces, the Large Account Management Process provides an enduring framework for protecting and growing your most important customer relationships." - Damon Jones, COO, Miller Heiman, Inc. "The Large Account Management Process has implemented a discipline that allows people to work together and communicate, setting strategies and sales goals that benefit both our customers and our own company." - Joseph L Cash, senior vice president of sales, Equifax Corporation "Miller Heiman's Large Account Management Process delivers a disciplined process for gathering the information required to really understand the trends impacting our largest clients. This critical information defines the strategies that provide long-term customer value and drive consistently superior business results." - Paul Wichman, vice president and senior division sales manager, Schwab Institution 'The New Successful Large Account Management' now in its third edition, is thoroughly revised and updated and takes into consideration recent changes in the industry. This hard-hitting and no-nonsense book advises you how to best manage your most important business accounts. The authors of the best-selling books The New Strategic Selling and The New Conceptual Selling provide comprehensive and practical lessons that will help you to protect and improve your most crucial customer relationships. By following their clearly definied and dynamic approach to the account planning process, you will learn how to devise a strategic action plan to manage your key accounts; manage them effectively and profitably; build long term client relationships; climb ahead of competitors and move your relationship up the buy-sell hierarchy. Whatever business you're in, this excellent book shows you how to protect those crucial accounts that you can't afford to lose.

Table of Contents

  • The New Landscape of Account Management
  • Selecting the Large Account
  • A Real-World Example
  • The Buy-Sell Hierarchy
  • Preparing the Ground
  • Strategic Players
  • The Accounts Trends and Opportunities
  • Your Strengths and Vulnerabilities
  • Situation Appraisal Summary
  • Charter Statement
  • Goals
  • Focus Investments
  • Stop Investments
  • Revenue Targets
  • Pre-Action Overview
  • Actioning the Strategy
  • Ninety-Day Review
  • The LAMP Advantage.

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